Bridging the Gap: How Configure-To-Order (CTO) Can Harmonize Sales and Engineering

In many organizations, the relationship between sales and engineering can be strained, especially in environments where Engineer-To-Order (ETO) is the norm. The need for customization often leads to bottlenecks, frustration, and inefficiencies. However, transitioning to a Configure-To-Order (CTO) approach can alleviate these issues, fostering better collaboration and efficiency.

The Sales and Engineering Divide

Sales teams are driven by the need to meet customer demands quickly, often pushing for rapid customization to close deals. On the other hand, engineering teams focus on product integrity, design, and functionality, which can be compromised by rushed customizations. This fundamental difference in focus can lead to conflicts and inefficiencies.

The Promise of Configure-To-Order

Configure-To-Order (CTO) offers a solution by allowing customization within predefined limits. This approach reduces the need for engineering involvement in every order, streamlining the sales process and reducing lead times. CTO empowers sales teams to offer tailored solutions without compromising product quality.

ProSim's Role in CTO

ProSim provides the tools necessary to implement a successful CTO strategy. Our platform enables real-time visualization, rule management, and automation of the configuration and ordering process. By leveraging ProSim, companies can reduce lead times, improve efficiency, and enhance customer satisfaction.

Case Studies and Success Stories

Companies that have adopted CTO with ProSim have seen significant improvements in their operations. For example, a leading manufacturer reduced their quote lead times from weeks to minutes, freeing up engineering resources for innovation and development.

Implementing CTO

Transitioning to CTO requires a clear understanding of current processes and product rules. Companies should start by defining their existing workflows and identifying areas for automation. ProSim's platform can assist in this transition, providing the necessary tools and support.

Conclusion

By adopting a Configure-To-Order approach, companies can bridge the gap between sales and engineering, fostering collaboration and efficiency. ProSim's solutions provide the foundation for a successful CTO strategy, enabling businesses to meet customer demands while maintaining product integrity.